Sometimes we can fall for the trap of believing that sales success is all about price - if we do this we overlook the other two Ps - product and person.
Sure, price is important but it's also important to get the product right. By this I mean that the product or service that we are offering must satisfy our customer's needs and wants - if it doesn't there will be no sale regardless of the price.
The person (in this case the salesperson) is also important. We all know salespeople who have that 'winning way' - they're not con-artists or crooks - they're simply genuine, honest, open, likeable people who demonstrate that they have their customer's needs in mind.
These salespeople don't have to haggle or discount to the bone - because people want to do business with them. Maybe we should follow their example.
(The up-coming post for Friday 17/4 is Practice makes perfect. It's about the importance of rehearsal for sales training to be effective.)
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